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1 |
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|a Volkema, Roger J.
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1 |
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|a Leverage :
|b how to get it and how to keep it in any negotiation /
|c Roger Volkema.
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| 260 |
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|a New York :
|b AMACOM,
|c ©2006.
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| 300 |
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|a 1 online resource (x, 214 pages) :
|b illustrations
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|a text
|b txt
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|a online resource
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|a text file
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|a Includes bibliographical references (page 197) and index.
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|a Introduction -- Negotiation and leverage -- Four characteristics of leverage -- The four states of leverage -- The sources of leverage -- Indicators of leverage -- Checking your progress : identifying leverage -- Managing leverage -- Increasing your leverage -- Decreasing the other party's leverage -- Checking your progress : altering leverage -- The dance of leverage -- Reality test -- Playing defense -- The climate of negotiation -- Selecting an approach -- The art of communication -- Another reality challenge -- Leverage, uncertainty, and risk -- Leverage and ethics -- Managing emotions -- Negotiating in cyberspace -- Multiparty negotiations -- International negotiations -- Surrendering leverage -- Final thoughts.
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0 |
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|a Print version record.
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|a The most important aspect of any negotiation is the real or imagined advantage one holds in a given situation. The concept of "leverage" can refer to time, money, reputation, or any other factor deemed important by one of the two parties - but whatever it refers to, the ability to recognise and use this often-hidden trump card is what makes a master negotiator. "Leverage" is an interactive, practical book that shows readers how to improve their negotiation skills and use leverage to get whatever they want out of any situation
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| 546 |
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|a English.
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| 650 |
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|a Negotiation in business.
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| 650 |
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7 |
|a BUSINESS & ECONOMICS
|x Negotiating.
|2 bisacsh
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| 650 |
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|a Negotiation in business
|2 fast
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|i has work:
|a Leverage [electronic resource] (Text)
|1 https://id.oclc.org/worldcat/entity/E39PCXtkptHMwm7W6g7jXvrJ8P
|4 https://id.oclc.org/worldcat/ontology/hasWork
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|i Print version:
|a Volkema, Roger J.
|t Leverage.
|d New York : AMACOM, ©2006
|z 0814473261
|w (DLC) 2005023210
|w (OCoLC)61303380
|
| 856 |
4 |
0 |
|u https://ebookcentral.proquest.com/lib/holycrosscollege-ebooks/detail.action?docID=3001809
|y Click for online access
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